Cold Chain Business Development Manager, North America

KUKA•Denver, CO

7d•Hybrid

About The Position

The Cold Chain Business Development Manager is responsible for driving sustainable business growth through the development and optimization of indirect sales channels, as well as direct sales opportunities. The role focuses on identifying, developing, and managing strategic distributor partnerships, defining go-to-market approaches, and expanding market coverage across priority territories. Working closely with Sales and cross-functional teams, the position supports order intake growth, profitability, and long-term business development by strengthening distributor performance and identifying new market opportunities. Develop and execute the indirect channel business development strategy to drive major order intake growth and sustainable profitability. Identify, evaluate, recruit, and manage strategic distributor partners across priority territories. Define partnership strategies and winning conditions to strengthen and expand the indirect channel network. Collaborate closely with Sales and other cross-functional teams to align indirect channel activities with business objectives. Evaluate and propose the most effective channel – Indirect vs Direct Sales – in a Territory, align with Head of Sales & service and support execution. Analyze market trends, customer needs, and competitive activities to identify new business opportunities and optimize market coverage. Build and maintain strong relationships with distributors, key partners, and C level stakeholders. Drive business development initiatives with distributors to increase market penetration and revenue growth. Coordinate internal stakeholders across Product Management, Marketing, Sales, and Service to ensure successful execution of channel strategies. Monitor distributor performance, define improvement actions, and ensure achievement of agreed business targets. Support strategic planning and provide regular reporting on channel performance, market opportunities, and growth initiatives. Perform other duties and strategic projects as assigned.

Requirements

6+ years in sales with majority of the years in Healthcare Sales-Business Development related roles, sales and/or business development with Distributors
Experience and success stories in the Cold Chain Healthcare industry
Entrepreneurial, a good communicator (all types), collaborative, “get it done” attitude required
Strong understanding of the Indirect Business Model and working with Distributors
Understand Healthcare Products & Business Development Model in Healthcare
Experience in leading relationship with Distributors Owners and CEO
Understand and be able to deal with Healthcare End Customers
Proficiency in common software programs (e.g., Word, Excel and PowerPoint) required.
Ability to travel up to 40-50%, as needed

Responsibilities

Drive sustainable business growth through the development and optimization of indirect sales channels, as well as direct sales opportunities.
Identify, develop, and manage strategic distributor partnerships.
Define go-to-market approaches.
Expand market coverage across priority territories.
Grow the Order Intake Business and Profit with Indirect Channels for Cold Chain in North America in collaboration with sales.
Prioritize customer growth.
Define the Partnership/Winning conditions to develop the Indirect Channels.
Evaluate and propose Indirect/Direct Sales with Head of Sales.
Monitor, Identify, Change Distributors as appropriate.
Develop and execute the indirect channel business development strategy to drive major order intake growth and sustainable profitability.
Identify, evaluate, recruit, and manage strategic distributor partners across priority territories.
Define partnership strategies and winning conditions to strengthen and expand the indirect channel network.
Collaborate closely with Sales and other cross-functional teams to align indirect channel activities with business objectives.
Evaluate and propose the most effective channel – Indirect vs Direct Sales – in a Territory, align with Head of Sales & service and support execution.
Analyze market trends, customer needs, and competitive activities to identify new business opportunities and optimize market coverage.
Build and maintain strong relationships with distributors, key partners, and C level stakeholders.
Drive business development initiatives with distributors to increase market penetration and revenue growth.
Coordinate internal stakeholders across Product Management, Marketing, Sales, and Service to ensure successful execution of channel strategies.
Monitor distributor performance, define improvement actions, and ensure achievement of agreed business targets.
Support strategic planning and provide regular reporting on channel performance, market opportunities, and growth initiatives.
Perform other duties and strategic projects as assigned.